Academic Dr Philip Squires, sales professional Umar Gill and marketeer Lucy Plisson share their experiences of the gains and the pitfalls of sales transformation
Category: Sales Transformation
When business development software company SAP decided to retrain its 6,000 account executives and sales managers in the techniques of Challenger™ selling, it meant unlearning centuries of sales tradition based round agreeing with the customer.
When Ideagen chose to switch to a sales culture, every employee from the CEO down was expected to focus on meeting the needs of the sales teams, and their financial bonuses were engineered to depend on sales success